LMI BLOG

Why Earth Day Could Be the Best Day of the Year to Sell Managed Print Services

Posted by LMI Dealer Content Team on Thu, Mar 24, 2016 @ 03:18 PM

earth day LMI

If there is one day every year to circle on your Managed Print sales calendar, it has to be April 22nd. That's Earth Day, a time when we all stop and rethink our contribution to environmental sustainability. As a Managed Print provider, this is a very special day because it creates a compelling event you can use to start more conversations about how you can help organizations adopt a greener print strategy. On Earth Day, your MPS value proposition featuring recycled printers and recycled print cartridges becomes more meaningful and your chances of connecting with higher level executives is perhaps more likely than any other time of the year. 

Here are some powerful reasons why Earth Day represents such an awesome opportunity for Managed Print Providers to kick start new sales cycles with new and existing customers.

• Top of Mind Awareness: According to Wikipedia, 192 countries now celebrate Earth Day on April 22nd on an annual basis. It's a special day for people, businesses and communities to stop and think about what they are doing to protect our environment. So if there is one time when environmental sustainability is on the minds of the business leaders you want to meet with, it has to be Earth Day!

Idea: Use Earth Day (and the month of April) as a "compelling event" or reason to meet with people.

• MPS Value Proposition Alignment: The idea of printing less or printing greener continues to gain popularity across a wide array of industries. Education, Government, Healthcare, you name it, most organizations have made sustainability a priority and most have appointed someone responsible for reducing their carbon footprint. If you’re not connected with these people, this may be a great place to start. The MPS value proposition aligns perfectly with the essence of Earth Day. From our experience working with many of North America’s top MPS providers, it's apparent that the use of scanning technology and print cartridge recycling are perhaps two of the most underutilized opportunities in most offices. People are still printing more than they need to and throwing used print cartridges into trash cans because they don't know what to do with them.

Idea: Link your pitch directly to Earth Day by promoting specific environmental benefits such as a Zero Landfill Cartridge Recycling Service.

• C-Level Engagement: The vast majority of business owners and senior executives are keenly interested in making their organizations greener; especially if they can link organizational benefits, such as cost reduction and business productivity improvements, to an initiative that will reduce their carbon footprint. These senior people are usually the champions for environmental sustainability and represent the high level contacts your competition would least like you to connect with in their accounts! They’re also the people you should be meeting with in your accounts to protect your market share. If there is a time of year to "call high", there may not be a better time than Earth Day to do it.  

Idea: Elevate your level of engagement to senior levels promoting greener business outcomes achievable with your Managed Print Services.

Are You Ready For Earth Day?

Top MPS sales performers consistently tell us that the month of April offers tremendous prospecting potential because the environment is such a hot topic. Still not convinced? Start watching how advertisers on TV and other mediums ride the wave of Earth Day throughout the month of April to engage more prospects to sell their products and services. Earth Day is coming soon and now is the time for you to leverage this once-a-year event to maximize your Managed Print sales potential.

Tags: remanufactured printer, Sales strategies, green office practices, zero landfill program, managed print sales, how to grow MPS business, sales tips for MPS, remanufactured cartridge

The LMI News! Year-In-Review Now Online!

Posted by Gary Willert on Thu, Nov 06, 2014 @ 10:44 AM

LMI News

NOW PLAYING!.....Click below to view the LMI NEWS, a quick 2 minute video recap of 2014 activities and events that will give you an unfair advantage over your competition as an LMI partner.  Enjoy – we’d love your feedback on this new medium!

Read the LMI News!

Hello I’m Shannon with the LMI News. It’s been a positive year of growth for the company and our dealers this year starting in January with the launch of our all new MPS Peak Performance 2.0 system. A turnkey MPS Sales Training and Marketing system that’s now trained almost 3,000 sales people and helped hundreds of LMI dealers to generate more leads, win more deals and make more money.

In March, LMI was awarded an elite level of R2 certification that’s helped LMI dealers differentiate themselves when selling to MPS prospects and vertical markets now demanding advanced sustainability and zero landfill recycling services.

In April, LMI was the proud recipient of INTEC’s "Supplier of the Year" and as you may recall June and July was when LMI President Gary Willert formally announced the acquisition of Global Printer Services and Printersdirect, arguably two of the most respected printer remanufacturers in North America positioning LMI as the industry’s first manufacturer direct relationship for top quality remanufactured printers and consumables.

To meet the increase in dealer demand, LMI responded in September with a new state of the art distribution center in the Chicago area to serve dealers and their customers faster than ever before.

And in October, LMI continued to demonstrate their commitment to partner success with the recent launch of the brand new partner website at RayMorgan.com. Recognized as a national leader, RMC has immediately improved their ability to get found by today's online buyer and convert those site visitors into potential customers that will grow their business.

And that’s the LMI News. I’m Shannon signing off now. Thanks for joining us!

Click below to get your 7 Myths vs Realities Remanufactured Printer Whitepaper or find out about our MPS Peak Performance 2.0 - Training & Marketing Solutions.

7 myths vs realities                 What is PPS 2.0?

            


Tags: remanufactured printer, toner cartridge recycling, how to grow MPS business, print assessment, remanufactured cartridge, toner cartridges

Remanufactured Printers – 9 HUGE Benefits for MPS Providers!

Posted by Gary Willert on Fri, Jun 20, 2014 @ 02:48 PM

reman printer

Still wondering if remanufactured laser printers are right for your business?

Since we acquired Global Printer Services, our team of industry experts has scoured the managed print marketplace to provide you with some real world insight as to why so many of the nations top MPS providers are leveraging remanufactured printers as a strategic component to secure more pages and more profit on their dealerships P&L.

Click here to see how printers are remanufactured and here are 9 reasons you may want to consider including remanufactured printers within your MPS strategy:

  1. The Environment

On a recent RFP for an MPS contract in the education marketplace, the customer placed 20% of the decision criteria on the vendor’s ability to deliver a “greener print strategy”. With the ability to recycle 85% of printer components, remanufactured printers can lead to a very compelling value proposition for sustainability driven prospects and tenders vs. buying new. Add in our Zero Landfill recycling services and you could be ahead of your competition!

  1. MPS Profitability

Most of the top MPS providers in the country would agree that one of our LMI remanufactured printers (ex HP 4000 series) running our LMI MaxLife Series print cartridges could be the most profitable combination on the planet. Next time your prospect tells you that your cost per page is too high, remember what you just read here and give us the chance to help you win the deal.

  1. Full Warranty

Your customers may ask for product warranties but normally that falls on your shoulders when you bill an all included cost per page in mono or color printing agreement. The good news is that each of our remanufactured printers comes with a full warranty so you and your customer are covered.

  1. Parts & Service Availability

You know the aftermarket industry tries hard to keep up with the latest OEM product and consumable releases, but have you ever thought about your poor technicians? Perhaps the biggest benefit is the comfort level in knowing there are plenty of parts available on printers that have been around for a few years. Plus, most dealers tell us their service personnel and/or 3rd party service providers tend to be more proficient fixing the older models because they have worked on them before.

  1. Consumable Selection

Just like the vast availability of parts for remanufactured models, you should expect the same readiness when it comes to fulfilling consumable orders. No stock outs, no waiting for another boat to cross the ocean, no more apologizing to customers. From a toner manufacturer’s perspective, the HP 4000 series continues to be the most demanded line of toner cartridges even though those models have long left the showroom floor. That’s a fact!

  1. User Interface (UI) Consistency

Imagine a world where every printer your customer walks up to has the same user interface. The same paper access areas and the identical cartridge you to ship and them to store. Can you picture it? Less confusion, simplified inventory, and a whole lot less stress for you and the end users. For those MPS clients who place a value on end user productivity, the opportunity to offer all staff the same device at all locations can be extremely compelling.

  1. Ink Jet Replacement

If you’ve sold managed print services for more than a month, you’ve already figured out that you need a replacement strategy to unhook those nasty ink jet printers from the arms of end users claiming they need their own print device. One dealer told us if you filled the gas tank on your car with ink jet liquid toner it would cost over $30,000!!! Yes, that’s right! So the question becomes, how do you replace the next profit eating ink jet that shows up on your print assessment? With the new low cost of remanufactured, field proven laser printers, now you can afford to bundle in an upgrade and convert that ink jet volume to profitable pages on your laser devices.

  1. Hot Swap Readiness

Because of the low cost and high perceived value of having a “back up printer’ ready to go, many dealers are now including “printer hot swaps” as part of their MPS value proposition. They do this by storing extra remanufactured printers on the customer’s site or their own site to be quickly delivered to replace a problematic printer. High perceived value at a low low cost.

   9.  Single Vendor Accountability

In case you missed the breaking news about our recent acquisition of Global Printer Services, here's a video below showcasing you newest advantage as an LMI Partner.



You know your customers and your MPS business best. These just seemed like some pretty compelling reasons other MPS providers shared and we thought you would like to know when dealing with today’s value driven customer.

For more information on how other dealers are winning with quality remanufactured printers, ask an LMI representative today!

Tags: remanufactured printer, LMI Solutions, MPS provider, managed print services

Top 10 MPS New Years Resolution - Part 2

Posted by Gary Willert on Wed, Feb 13, 2013 @ 09:30 AM

describe the imageBefore your calendar flips to March, maybe now is the time to reassess your business strategy for the year ahead and make some New Years Resolutions to grow the top and bottom line of your managed print business. Last week we featured the first 5 of the TOP 10 MPS New Years Resolutions we collected from our dealers throughout North America. This week we are proud to share the remaining commitments we heard most often from your peers heading into 2013.

         6.  Reviewing MPS Compensation Plans: there is little doubt amongst  the masses that the right compensation plan will fuel the fire for your sales people to prospect more, propose more, and sell more MPS deals. If you’re looking to get some insight on the hottest MPS compensation plans in the industry – download our FREE 2013 GUIDE TO MPS COMPENSATION – a must read for today’s Managed Print business leader!
           7.  Executing Quarterly Business Reviews: If there was one common gap in the MPS account management process last year, it has to be the absence of formal Quarterly Business Reviews. Now that you’re selling a service and not a box, you need to prioritize these recurring huddles with your customers to grow the business and protect your recurring revenues.
             8.  Optimizing Website for MPS Searches: Have you ever “Googled” Managed Print Services in your area? According to the Gartner Group , 70% of people will perform an online search for a product or service before they engage the vendor. If you need help in this area, check out our new SEO Services. Maybe we can help you get more managed print sales leads from local prospects?
               9.  Growing Page Profitability: Only you know if your customers are open making the shift from OEM to compatible toner. Based on the overwhelming demand for our exclusive Maxlife High Performance Cartridge Series in 2012, the benefits of higher yields, bigger profits for you and a greener print strategy for your customers seems to be catching on!
                 10.  Leveraging Remanufactured Printers: If there are hidden gems in the managed print business, remanufactured printers could be one of them. Based on the spike in sales we’ve seen with our exclusive line of remanufactured printers like the popular HP 4250, perhaps you need to rethink the hardware you’re proposing. These units are completely rebuilt and come fully guaranteed to help you win more MPS deals at a price point where you can replace those nagging ink jet printers or those off brand makes and models you simply don’t want to service. To learn more, click here to see the most popular models we sell and preview our video to see the printer remanufacturing process we use!

              Do you have a 2013 New Years Resolution that we didn’t have on our top 10 list? If so we’d sure appreciate if you shared it with us!

              Click here to view part one of the Top 10 MPS New Years Resolutions 

               

              For your free e-book on how to jumpstart your MPS sales in 30 days, click here

              Jumpstart MPS sales 

              Tags: remanufactured printer, MPS, printer toner, website optimization, managed print services

              Remanufactured Printers – Why Use Them In Your MPS Program?

              Posted by Gary Willert on Thu, Sep 06, 2012 @ 11:08 AM

              Refurbished Printers- are they a fit for your MPS Program?

              If you haven’t quoted an MPS deal that included remanufactured printers yet – you’re not alone. Talking to as many MPS providers as we do, it’s nice to be able to help you and your business get in on the latest shortcut to fleet profitability next to the explosive growth we’re seeing with our new Delta E aftermarket color toner series.

              Before we get started with the information you need to know, here’s a common definition of what a remanufactured printer is:

              “A remanufactured printer is a print device (normally laser) that has been restored to its original condition and performance capabilities. All necessary parts and components are repaired or replaced to “like new” standards before undergoing stringent testing and quality assurance checks. All customer facing panels are thoroughly cleaned or painted to offer the appearance of a “new” printer. Most remanufactured products are fully supported with a replacement guarantee to ensure satisfaction at the dealer and end user levels.”

              Although the definition and quality of the remanufactured printers may vary, the benefits of including them within your MPS strategy remain consistent.

              Here’s why many of North America’s top MPS providers have already jumped on the on the remanufactured printer band wagon!

              • The Environment – over 85% of printer components can be recycled and this can lead to a very compelling value proposition for sustainability driven prospects and tenders positioned as part of a “Greener Print Strategy”.
              • MPS Profitability – most of the top MPS providers in the country would agree a remanufactured printer (ex HP 4000 series) running an aftermarket cartridge like  Max-Life Cartridges could be the most profitable combination on the planet. Next time your prospect tells you that your cost per page is too high, remember what you just read here and give us the chance to help you win.
              • Full Warranty – your customers may ask for product warranties but normally that falls on your shoulders when you bill an all included cost per page in mono or color. The good news is that each of our remanufactured printers comes with a full warrantee so you and your customer are covered.
              • Parts & Service Availability – you know the aftermarket industry tries hard to keep up with the latest OEM product and consumable releases, but have you ever thought about your poor technicians? Perhaps the biggest benefit is the comfort level in knowing there are plenty of parts available on previously enjoyed models. Plus, you’re service personnel or 3rd party service providers tend to be very proficient working on many of the popular models now remanufactured. If you look into the remanufactured models we provide LMI dealers, you’ll quickly see that those problematic models that didn’t perform in the field didn’t make the cut for obvious reasons.
              • Consumable Selection – just like the vast availability of parts for remanufactured models, you should expect the same readiness when it comes to fulfilling consumable orders. No stock outs, no waiting for another boat to cross the ocean, no more apologizing to customers. From a toner manufacturer’s perspective, the HP 4000 Series continues to be the most demanded line of toner cartridges even though those models have long left the showroom floor.
              • Fleet Consistency – imagine a world where every printer your customer walks up to has the same user interface. The same paper access areas and the identical cartridge for them to store and you to ship. You get the picture? Less end user confusion, simplified inventory for them, and a whole lot less work for you. For those MPS clients who place a value on end user productivity, the opportunity to offer staff the same device at all locations can be extremely compelling.
              • Ink Jet Replacement – if you’ve sold managed print services for more than a month, you’ve already figured out that you need a replacement strategy to unhook those nasty ink jet printers form the arms of end users claiming they need their own device. One dealer told us if you filled the gas tank on your car with ink jet liquid toner it would cost over $30,000. Yes, that’s right there were four zeros in that number. So the question becomes, what will be your strategy to replace the next profit eating ink jet that shows up on your print assessment? With the new low cost of remanufactured, field proven laser printers, now you can afford to bundle in an upgrade and start enjoying the benefits listed above.

              Did you know LMI now offers Remanufactured Printers? Yes, we admit this is a shameless plug at the end of such an informative blog, but why keep something so good for your MPS business a secret? Take a moment to familiarize yourself with our full line of performance guaranteed remanufactured printers.

              Preview this video to learn about our line of top quality refurbished printers!

              Do you have a blog topic you’d like us to comment on? Share it with us and we will reward you with 20% off your first order or our new DELTA-E Color Toner Series!


              Tags: remanufactured printer, MPS, remanufactured cartridge, aftermarket printer, aftermarket color toner, aftermarket toner, refurbished printer